Nature's Jewelry

Jack Rosenfeld’s Take on 2008: Play Good Defense
February 5, 2008

During the Jan. 29 DMA Catalog on the Road conference in Cambridge, Mass., Jack Rosenfeld, chairman of the multititle gifts cataloger Potpourri Group and former CEO of Hanover Direct, offered several tips and his overall take on catalogers’ best approach to what’s shaping up to be a difficult year ahead. “There are times to be offensive and times to get defensive,” he said. “Right now’s the time to play defense and hang in there.” Among other tips, Rosenfeld suggested raising product prices, taking advantage of postal reform, backing off aggressive marketing by reeling in circulation, and looking for possible acquisitions or acquirers. Sharing experiences